Since I have returned I have saved over £30k with two suppliers, all because of what you showed me. Let’s just say my boss is extremely happy and his beers will taste better tonight! Neil Barney | Buyer, KCA Deutag | Introduction to Negotiation Skills Course

Introduction to Negotiation Skills


Course Overview

What is Negotiation? : Misconceptions, Seller's Tricks, PMS Definition

Interactive Team Negotiation Exercise : Teams Provided with Objectives & Time Limit to Conclude Negotiations / Analysis / Recommendations for improvement

Key Phases of Negotiation : What they are and How to Manage Them

Preparing For a Negotiation Strengths, Weaknesses, Concessions

Negotiating Process : Tactics and Techniques

Listening Skills : Listening and Responding

Behavioural Aspects : Positive and Negative Body Language

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CPD Certified Training Course
CPD Certified Course

A two day course

Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.


The course clearly defines negotiation and how better deals can be obtained when purchasing materials, equipment and services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their objectives and targets. There are also sections on behvioural aspects and dealing with different cultures. With detailed input from the course presenter, desk-top and syndicate exercises plus a practice team negotiation, attendees will leave with the confidence to conduct negotiations by telephone or on a face to face basis.

  • Sony
  • VolkerRail
  • Unipart Rail
  • UK Parliament
  • Ministry of Defence
  • Turkish Aerospace
  • Scottish Government
  • Hitachi
  • William Grant & Sons
  • Apple
  • London Underground
  • Toyota
  • Lotus
  • Bae Systems
  • BE Aerospace
  • Met Offive
  • Rolls Royce
  • Babcock
  • Honda
  • Nottinghamshire
  • Everest
  • Euro Tunnel
  • Nestle
  • Mitsubishi
  • Quorn
  • LNER
  • Nissan